The Professional Development Institute
Harvard University Global System
Harvard® Planner Group

Negotiation-Excellence Skills: Hands-on Workshop
Applying Harvard University Global System Tools

Blending the Science and Practice of Formal and Informal Negotiations
for Executives, Team Leaders, Lawyers, Corporate Buyers and Sellers and Other Professionals

Ottawa-Gatineau, Canada
August 26-28, 2019




To Register, please call 1-800-HARVARD
International +1 819-772-7777. Thank you.
9:00 to 16:00 EST time. Monday-Thursday
Voicemail: 24/7

LEARNING OBJECTIVES
Mastering the skills to excel in formal and informal negotiations is vital to success in most professions. In this workshop, you will acquire the practical competencies, best practices and proven Harvard® tools to forge durable agreements, build trust and allies for repeat business. These competencies and tools are invaluable to lead and manage resistance to change, buy or sell equipment or property, prevent or settle disputes and conflicts, seek a raise or a promotion, retain talent, finance projects, excel across cultural settings, license a trademark or a patent, chart a clear responsibility or opt for a gracefully exit, if appropriate.

The workshop focuses on proven ways to understand each negotiating party, prepare, enlarge the pie and create and extract a superior value to what can be gained by compromise, coercion, arbitration, court and other means of dispute resolution. You will be skilled to juggle with last-minute demands, pricing intricacies, concessions and other conditions used by shrewd negotiators. You will refine your ability to close better deals and build lasting relationships and a reputation for being competent, dependable, caring and ethical both within and outside your organization.

Through interactive case studies and role-playing scenarios, you will practice negotiations of increasing complexity to build partnerships; craft offers and counter-offers; turn objections into opportunities, manage deadlocks and biases; disarm your opponents ethically; and make it difficult for them to withdraw from a reasonable deal.

WHO SHOULD ATTEND?

Executives, team leaders, buyers, sellers, lawyers, senior assistants and other professionals who must secure commitment and results without the formal authority to enforce decisions. Participants come from business, trade associations, foundations and governments.

WORKSHOP OUTLINE (2.5 DAYS - 2 CEU)
1. Pathways to Ethical Negotiation Excellence
  • Positional versus interest-based negotiation
  • Roger Fisher’s workout exercise and lessons
  • Harvard® proven toolkit for strategic negotiations and daily referral
  • Leaving "money on the table": Early warnings
  • How to plan closure setting the critical milestones for a high commitment
2. Prepare: Discern Issues from Stakeholders
  • Three proven tools to understand and validate stakeholders' interests
  • Proven tips to uncover dishonest claims
  • New insights into issue-incubation pathways
3. The Negotiator's Mandate: Team Practice
  • Interest-based deals: Tool to validate each party’s goals, assumptions and risks
  • Harvard® Negotiation Mandates: Teamwork to craft one for each party
  • Role-conflict prevention: Harvard® Responsibility Chart
4. Breakthroughs on Options for Mutual Gains
  • Critical factors to invent mutual-gain options
  • How to pivot from problems to opportunities
  • Innovative and proven toolkit to navigate from issues, stakeholders and interests to options, strategy, deliverables and benchmarks
  • Harvard® Creativity Template: 3 Real-life cases that left NO money on the table
  • Innovation role-playing: Brainstorming and validating creative options
  • Video learning: How to legitimize your arguments with verifiable benchmarks
5. Skills for a Sustainable Commitment
  • How context, timing and communications affect commitment
  • Building your power of influence in context: Options from soft and synergistic to defensive power
  • How to hitch hike on the power of others
  • Negotiating without the benefit of authority
  • Intermediaries: When and how they help
  • How to control your emotions and deal with dysfunctional, harsh and obtrusive negotiators
6. Maximizing Opportunity while Mitigating Risks: The Best Alternative to a Negotiated Agreement (BATNA)
  • Risk-identification, tolerance and mitigation tools
  • BATNA exercise; secret Walk-Away Price (SWAP) and contingency reserve for residual risks and worst deals (WATNA)
7. Terms & Conditions: Negotiation-Dance Tips
  • Howard Raiffa tips on reservation prices and zone of possible agreement (ZOPA)
  • Negotiating a service or a property: Martin’s QQTLE benchmarks
  • Exercises in pricing, bidding, auctioning, concessions, counter-offers, and advanced pricing tips to avoid a race to the bottom
  • Tackling last-minute demands: Ranging from splitting the difference to deal-breaker threats
  • Framing, escalation, soft money and other tactics
  • Selling and buying terms and conditions: From simple one-shot deals to complex repetitive transactions with powerful suppliers, clients and governments
8. Closure: From Forging a Sustainable Deal to Opting for a Graceful Exit
  • Steps to build trust and avoid inadequate closure: Foundation for a sutainable relationship
  • Role-playing multiple parties and issues with Harborco case study
  • Tips to break an impasse and prevent deadlocks
  • Dealing with emotions, gambits, ploys and hostile attacks
  • Deciding if and when to walk away
  • Issue of fleeting coalitions and illusion of validity
  • Phone, e-mail and virtual negotiations
  • Going beyond closure to address execution (the Achilles' heel of most deals) with Harvard® planning and tracking instruments
9. Synthesis & Conclusion
  • Timeless lessons from Fisher, Mnookin, Susskind, Ury, Lemperreur and Yann Martin
  • Personal 90-day action plan to practice the negotiation skills and nuggets worth sharing with your peers and allies
WORKSHOP LEADER: Alain Paul MARTIN

A Harvard Fellow (Advanced Leadership) educated in the science and practice of innovation, strategy, negotiation and team leadership (Harvard Business and Law Schools, Concordia, MIT, Gestalt Institute of Cleveland), Alain Martin coaches, as a thought leader, current and aspiring executives and entrepreneurs to act as exemplary team leaders; chart a bold vision with foresight; innovate; craft and execute strategy; and fulfill their mission in highly-competitive contexts; while building capacity and readiness for a sustainable future, within a collaborative ecosystem perspective.

Alain Paul Martin, Workshop Leader Alain is also the Chief Architect, Harvard University Global System (HUGS), for which his organization has the worldwide trademark license from Harvard University. He coaches, since 12 years, the Applied Research & Technology team at Teck, Canada’s global diversified resource firm and works in Massachusetts to advance the education of science, technology, engineering and mathematics (STEM).

Alain is Acting CEO of RUFIL, a new innovation and leadership network of thought leaders, who combine field practice with academic research in innovation and leadership, in business, NGOs and the public sector. RUFIL educators passionately build bridges, across linguistic and cultural barriers, sharing their unique experience and competence, in a spirit of global solidarity.

Alain began his career in operations research and systems dynamics, as a project leader and serial innovator, in the IT and aerospace domains, after studying advanced technology in France and graduating in Commerce (Quantitative Methods) from Concordia University in Montreal. He subsequently led Corporate IT projects at Bombardier and Du Pont; managed system development at Domtar; and exercised oversight over the engineering phase of collaborative CIDA-World Bank capital projects (microwave and inter-city transportation). At the CBC-SRC, he led the research to elucidate and combat media bias in news production, particulalrly during election periods, capitalizing on the precursor work of European broadcasters and applying news-content analytics, system thinking and autonomous inequity-reduction teamwork.

Alain assisted, for 10 years, Desjardins CEO craft the vision and strategic direction of the “world's second strongest bank” (Bloomberg’s rating). He advised two prime ministers (4 years), the UNESCO's head and spearheaded, with Dr. Brian Morrissey, the creation of Canada’s Food Inspection Agency; and addressed complex technology and environmental issues from the Arctic Circle (Canada, Sakha Republic) to Africa.

Alain taught strategic negotiation to M.Sc. students, project & risk management to nuclear-power teams and exemplary leadership workshops at APEO, Bertelsmann, Boeing, Boliden, Cap-Gemini, E.ON, France Loisirs, Framingham State University, GE (USA, Canada, Europe), Harvard, IEEE, Japan’s Engineering Advancement Association, METI, Procter & Gamble and Skanska, Harvard, the Ivy-League Leadership Summit, PMI, Skanska, Textron’s Bell Helicopters, UN University in Tokyo nuclear-energy companies (OPG, CANDU) and governments.

Active in civil society and inspired by Drs. Paul Farmer and Jim Kim, Alain led the creation of Partners in Health Canada and continues to focus on funding and providing advice to advance health, education and poverty reduction. He is a founding sponsor of Roger Fisher House, a conflict-resolution catalyst that is now part of Mercy Corps. He is an Advisory Board Member of both Social Hearts (Japan) and New York’s Build Academy for global education in architecture, engineering and construction. He led funding projects for the victims of Haiti’s earthquake, Japan’s Tohoku earthquake and tsunami and Hurricane Sandy (with the support of French Embassy in Washington). He also orchestrated initiatives for CHEO Children’s Hospital, Food Banks, Canada Without Poverty and led three times Harvard’s Global Month of Service. He is a founding member of Harvard University’s Advanced-Leadership Coalition.

Alain is a Harvard Business School’s alumnus in entrepreneurship (OPM, 1997-1999). He fine-tuned his skills in management of change and social psychology at MIT and the Gestalt Institute of Cleveland. He is also certified to teach negotiation in the corporation by Harvard Law School where he was privileged to learn from Robert Mnookin, Lawrence Suskind, Bill Ury, Bruce Patten and the late Roger Fisher.

Alain was also recognized by Harvard University and Alumni Association presidents for his “Leadership, Vision and Service” and PMI for his “outstanding contribution to project management’s state-of-the-art”.

Alain was President of two Harvard University clubs and held memberships with Harvard Faculty Club and the Société mathématique de France (SMF). His book “Harnessing the Power of Intelligence, Counterintelligence & Surprise Events’ earned praise from scholars and business leaders. As an illustration, Harvard Business School’s Professor Warren McFarlan noted: “This is an extraordinarily thoughtful and well written book on a topic of great contemporary importance. Its advice is detailed, practical and completely on target.”

https://www.eharvard.org/pdi

Workshop Leader’s Endorsements
  

"Alain Paul Martin has a long and valued association with Teck Metals Ltd We believe that Alain’s teachings go far beyond the typical project management focus on scope, schedule, cost, and, sometimes, quality. Alain delves into topics that project managers working with complex topics or program managers dealing with multiple complex and often inter-related projects need to know about and must become skilled at to be successful. These teachings are supported by tools that we and our teams use on a regular basis to move ideas and concepts into well-defined projects that can be managed with conventional project-management tools."

Rob Stephens, PhD
Director, Applied Research & Technology
Teck Metals Ltd.
Note: Teck is Canada's largest diversified resource firm.

  

"Mr. Martin tirelessly invests his energy to leverage his successes and networks into solutions that have a direct, positive impact on the poor… Mr. Martin’s management background and extensive experience in advising global leaders, alongside his motivation to eradicate poverty and its ill effects, qualify him to make a uniquely valuable contribution to addressing inequity on a societal level. With demonstrated skills in entrepreneurship, negotiation, and issue analysis, he is precisely the sort of thoughtful, versatile leader we need to advocate on behalf of the poor and underserved."

Prof. Paul E. Farmer, MD, PhD
Chair, Global Health & Social Medicine
      Harvard Medical School
Chief, Global Health Equity
      Brigham and Women’s Hospital
Co-founder, Partners In Health

  

OUTSTANDING COURSE MATERIALS OF LASTING VALUE

A total attention to quality is featured in the versatile course materials from the success stories, the pre-readings, the practical exercises and case studies to the most practical toolkit and attractive and durable Harvard road maps. The following is a list of the course materials and practical instruments that are invaluable in accelerating the learning process and the acquisition of lasting negotiation skills.

  • The pre-readings from Alain Martin’s papers on negotiation excellence, stakeholder’s analysis and key players’ dynamics, strategy formulation, brainstorming and creativity, authority and soft power, the fundamental drivers of excellent decisions, goal validity and responsibility charting.
  • The main workbook covers the agenda and provides supplementary references
  • Alain Paul Martin's highly-praised book titled "Harnessing the Power of Intelligence", which includes several tools to analyze the stakeholders and identify negotiation opportunities and risk early through the risk-incubation paradigm
  • Exercises, teamwork and case studies on validating the negotiation goals, its scope and timeline; defining the negotiator's strategy and mandate (including BATNAs) and cross-examining other parties' plans; creating options for mutual gains and mitigating risks; charting responsibility and accountability; crafting the terms & references; practicing both two-party and multi-party negotiations (framing offers, counter offers and concessions; preventing deadlocks; dealing with resistance, vetos, interruptions, objections, open hostility and passive-aggressive behaviors; preparing a framework of agreement; structuring contingency offers and closure).
  • Harvard University Global System™ work-improvement instruments including four Harvard® road maps (retailed at $39 each but included in the course tuition fees):
    • Harvard® Complete Framework: Vision, Strategy, Policy and Project Management featuring both ongoing and sequential tasks that no negotiator can ignore
    • Harvard® Negotiation Mandate: A template to prepare negotiations scope, the value chain, the plan B (BATNA), the critical success factors (performance indicators) and the evaluation plan
    • Harvard® Principled-Negotiation Road Map for planning and running effective negotiations
    • Harvard® Creativity and Brainstorming Grid to develop options for mutual gains
    • Continuous Risk-Management Road Map and accompanying guide titled "Neglected Risks: Identification and Management Primer Applying Harvard University Global System Tools"
    • Harvard® Responsibility/Accountability Chart to clarify each party's role and obligations and prevent role conflicts
    • Harvard® Time-Management Road Map to focus everyone's precious time on what matters the most
    • Harvard® Time Log to assess the incubation and root-causes and address a range of negotiation effectiveness and productivity issues during deal-implemention from vetos to early warning signals for delays.

TUITION FEES (PUBLIC WORKSHOPS)

Fees include books, hand-outs, road maps and other course materials of exceptional value (see above), and a daily continental breakfast plus hot and soft drinks during the morning and afternoon pauses, but exclude hotel accommodation (if required).

  • 2.5 days: Regular fees: $1395; Government: $1345; Group fees for 3 or more participants: $1295 per person.
  • 4.5-day Option: Regular fees: $2495; Government: $2445; Group of 3 or more participants: $2395 per person. This option includes the workshop titled "Hands-On Project-Management Skills and Best Practices".

REGISTRATION AND CANCELLATION PROCEDURES
To register, please contact us by email at rsvp@eharvard.org or call us toll free in the USA and Canada: 1-800-HARVARD; international: +1 819-772-7777. We are open Mondays through Thursdays (9 AM - 4:00 PM EDT); voicemail: 24/7. Please pay in advance by credit card.

Cancellation Policy
Participants registering as a group must send substitutes in lieu of canceling. For other clients, cancellations are accepted if made at least 10 working days prior to the course, and are subject to a $150 service charge per person. Full fees are payable by anyone who fails to attend or cancels less than 10 working days prior to the session. One substitution or transfer to a later course of the same duration is accepted.

WORKSHOP LOCATIONS AND HOTEL ACCOMMODATION

BRING THIS WORKSHOP TO YOUR ORGANIZATION

We deliver in-house versions of this workshop worldwide to business and governments, NGOs and bar associations and other societies. We would be delighted to work together with your team anywhere. Ask us for a proposal based on the number of participants, the seminar duration and a selection of cutting-edge course materials and case studies most applicable to your environment.

Our fees are reasonable. The travel expenses, if any, for seminar leaders are on cost-recovery basis. If applicable in your jurisdiction, sales and value-added taxes (HST and PST or VAT) are extra.

The client is responsible for the conference room and audio-visual materials.




International 
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